Currencies of Exchange: Social Utility Functions and Strategic Decisions in Negotiation

交换货币：社会效用函数和谈判中的战略决策

• 批准号: DP1093256
• 负责人: Prof Mara Olekalns
• 金额: $ 15.35万
• 依托单位: The University of Melbourne
• 依托单位国家: 澳大利亚
• 项目类别: Discovery Projects
• 财政年份: 2010
• 资助国家: 澳大利亚
• 起止时间: 2010-02-01 至 2013-12-31
• 项目状态: 已结题
• 来源: https://dataportal.arc.gov.au/RGS/Web/Grants/DP1093256
• 关键词: Currencies; Exchange; Social; Utility; Functions

Negotiators' strategy choices are influenced by their concern about economic and social outcomes. As negotiation relationships develop, social outcomes such as reputation become increasingly influential. However, individuals differ in their willingness to trade reputation for financial gain. We investigate two factors, negotiation context and underlying relationship, that affect the relative weights assigned to economic and social outcomes. We link differences in these weights to differences in negotiators' strategy choices and study how weights and behaviours change over time. This enables us to identify the elements of negotiation best practice, which allows negotiators to protect both their economic and reputational outcomes.

谈判者的战略选择受到他们对经济和社会结果的关注的影响。随着谈判关系的发展，声誉等社会结果变得越来越有影响力。然而，每个人在用名誉换取经济利益的意愿上是不同的。我们研究了影响经济和社会结果相对权重的两个因素，即谈判背景和潜在关系。我们将这些权重的差异与谈判者策略选择的差异联系起来，并研究权重和行为如何随时间变化。这使我们能够确定谈判最佳实践的要素，使谈判者能够保护他们的经济和声誉成果。